CA XOsoft Simplified Pricing Program

grrrgrapeInternet and Web Development

Oct 31, 2013 (3 years and 8 months ago)

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CA ARCserve and
CA XOsoft
Simplified Pricing
Program

October 2007


Sold per backup server


Base product



MSRP 795



Basic Options and agents according to customer needs


Open File Agent


MSRP 815



Disaster Recovery Option

MSRP 713



Tape Library Option


MSRP 1.020



Client Agent for Windows

MSRP 257



Exchange Agent


MSRP 1.020



Complex Options and agents to sell to customers


Disk Staging Option


MSRP 508



Enterprise Module


MSRP 4.335



Exchange Premium Add
-
on

MSRP 1.021


Current ARCserve License Model

2

Euro MSRP Price. Maintenance not included.

New Simplified Pricing Packages

(Available October 1
st

2007)


4 simple suite packages

Name

Descriptor

MSRP

CA ARCserve Backup

File Server Suite


725,04

*

CA ARCserve Backup

e
-
Mail Suite


1.363,44

*

CA ARCserve Backup

Database Suite


1.363,44

*

CA ARCserve Backup

Application Suite


1.363,44

*

Available 1 and 3 years enterprise and value maintenance,
OLP, MLP and GLP

Easy to quote and sell!!!

* EURO MSRP Price. Maintenance not included.

3

File Server Suite

(MSRP

725)


Base


Disaster Recovery Option


Tape Library Option


SAN Option


Tape RAID Option


Optical Library Option


Enterprise Option for Open VMS


Enterprise Option for AS/400


Client Agent for UNIX


Client Agent for Windows


Client Agent for MAC OS X


Client Agent for NetWare


Client Agent for Linux


Disk Staging Option






NDMP NAS Option


Agent for Open Files on Windows &
NetWare


Client for VSS software Snap
-
Shot


Serverless

Backup Option


Image Option


Enterprise Module


Enterprise Option for
StorageTek

ACSLS


Enterprise Option for IBM 3494


Enterprise Option for VSS Hardware
Snap
-
Shot


Enterprise Option for Microsoft SQL
Using HDS and HP
-
XP Snap
-
Shot




File Server Suite

Everything included for one low price!!!

4

File Server Suite

e
-
Mail Server Suite

(MSRP

1.363,00 )

Exchange Agent


Exchange Premium add
-
on


Lotus Notes Agent

+

5

File Server Suite

Database Server Suite

(MSRP

1.363,00 )

Oracle Agent


SQL Agent


Sybase Agent


Informix Agent


Ingres Agent

+

6

File Server Suite

Application Server Suite

(MSRP

1.363,00 )

SAP Agent


Sharepoint

Agent


DPM Agent

+

7

Traditional Pricing

5 Server Typical Configuration

Ethernet

Solution Components

1 CA ARCserve Backup

3 Open File Agents

1 Disaster Recovery Option

4 Server clients


1 Agent for Microsoft SQL

1 Agent for Microsoft
Exchange

1 Agent for Exchange
Premium add
-
on

1 Tape Library Option

1 Disk Staging Option

Microsoft SQL
Server

Microsoft
Exchange Server

Tape Library

Backup to Disk

8

Simplified Pricing

5 Server Typical Configuration

Ethernet

Solution Components

3 CA ARCserve Backup File
Server Suite

1 CA ARCserve Backup
Database Server Suite

1 CA ARCserve Backup
e
-
Mail Server Suite

Microsoft SQL
Server

Microsoft
Exchange Server

Tape Library

Backup to Disk

9

Virtual Environments

>
Suites sold per VM
instance

>
Same rules from non VM
environments for
Application , e
-
Mail and
Database servers

VM Server

Virtual Sessions

Microsoft SQL
Server

Microsoft
Exchange Server

Solution Components

3 CA ARCserve Backup File
Server Suite

1 CA ARCserve Backup
Database Server Suite

1 CA ARCserve Backup
e
-
Mail Server Suite

10

Competitive Upgrades

>
Competitive Upgrades are per e
-
mail, application, database and file
server user have with competitive product.

(Only sold with maintenance)

>
Same questions for competitive upgrade


How many servers you want to upgrade?


How many of them are application servers?


How many of them are e
-
Mail servers?


How many of them are Database servers?

>
4 SKUs for competitive upgrade


From any competitors backup server or client agent to File Server Suite


From any application Server to Application Server Suite


From any Database Server to Database Server Suite


From any e
-
Mail Server to e
-
Mail Server Suite

11

Handling Objections


How many Licenses do I need to install?


Just one, the license key opens all options and agents for that particular server

(the Customer will receive new CD Sets!)


I don’t need all of these options in my server, why I should pay for them?


The cost of the suite is less than the cost of two options or two agents and you are licensed to install over

40,000 worth of technology to meet your data protection needs. You can also change your storage
technology and backup model at anytime on the currently licensed servers without having to buy more
backup licenses.


I am a current user of ARCserve and I just want to add one more server in to my backup
environment, do I have to buy a suite?


Customers who are on the traditional backup licensing model can buy more licenses using the traditional
licensing model.


Do I have to update all my current ARCserve servers to use the new suites?


No, customers who are adding more servers to their current r11.5 don’t need to upgrade their other
servers, it’s the same product as the traditional pricing but easy to buy.


Do the suites have less functionality than the traditional pricing product?


No, the product is the same and has all the functions and features included. It’s just enhanced to simplify
and ease the buying and licensing process


Is the “Simplified Pricing” Model available for all Operating Systems?


Customer who don’t use Windows for their Backup Servers still needs to buy through the traditional
Licensing


12

Upgrades to the simplified pricing

>
There are no upgrades from current ARCserve users to the
simplified pricing model


Current r11.5 customers


Product is the same so no need to upgrade current r11.5
installations


They can add new servers using the simplified pricing model


Customers with Previous versions of ARCserve (v9, r11,
r11.1)


No upgrades from older versions to the new simplified
pricing


Customers can use regular upgrade SKUs for their
environments or upgrade for free if they have current
maintenance


They can add new servers using the simplified pricing model


13

Is It Recommended for Everyone?


Recommended



New customers


Current customers who need to add more servers in their
environment


Current customers who need to implement high end options and
agents





X
Not Recommended


Current customers who only need to add one client server or one
application


Traditional pricing is recommended






Customers Backing up with Non Windows Back up Severs


Traditional pricing is recommended

14

Rules to consider


No mix and match between traditional pricing and simplified
pricing on new deals


There are no client agents, everything is included in each of the
suites


Competitive upgrades are available for customers who are
thinking about changing their backup solution


Sold only with maintenance (1 or 3 Years Value or Enterprise
Maintenance)


No upgrades from traditional to simplified pricing


Same cost for virtual instances


Customers will receive new Media Kits!



15

Simplified Pricing
Program for CA
XOsoft

New Simplified Pricing Model

>
Reduce the number of SKUs from Hundreds to only 8 per product


WANSync/WANSyncHA

File Server Virtual Machine


WANSync/WANSyncHA

File Server Active Cluster Node


WANSync/WANSyncHA

File Server Standard OS


WANSync/WANSyncHA

File Server Enterprise OS



WANSync/WANSyncHA

for Applications Virtual Machine


WANSync/WANSyncHA

for Applications Active Cluster Node


WANSync/WANSyncHA

for Applications Standard OS


WANSync/WANSyncHA

for Applications Enterprise OS

>
Assured Recovery is now a separate Option (one license per server
protected is required ) (2xHA=2xAR)

>
Upgrades From WANSync to WANSyncHA and Standard OS to
Enterprise OS

17

New Pricing (Per Server Instance)

Disaster Recovery

MSRP EURO

WANSync File Server Virtual Machine


1.459


WANSync File Server Active Cluster Node


1.824



WANSync File Server Standard OS


1.915


WANSync File Server Enterprise OS



2.918


WANSync for Applications Virtual Machine



1,459


WANSync for Applications Active Cluster Node



2,554


WANSync for Applications Standard OS



2.918


WANSync for Applications Enterprise OS



4.378



High Availability



WANSyncHA File Server Virtual Machine



1,824


WANSyncHA File Server Active Cluster Node


2.736


WANSyncHA File Server Standard OS



2,918



WANSyncHA File Server Enterprise OS



4,195



WANSyncHA for Applications Virtual Machine



2,736



WANSyncHA for Applications Active Cluster Node



3,283


WANSyncHA for Applications Standard OS



4,195


WANSyncHA for Applications Enterprise OS



6,566


WANSync to WANSyncHA & Standard to Enterprise OS upgrade SKUs Available

price delta


Option for Assured Recovery


per server


1,459


18

What Is Included?

>
File Server Includes one License of WANSync
(Replication) or WANSyncHA (Replication & Failover)

>
Application Server Includes one License of WANSync
(Replication) or WANSyncHA (Replication & Failover) plus
support for one instance of any of the following:


Exchange (Standard or Enterprise)


SQL (Standard or Enterprise)


Oracle


IIS (Standard or Web Edition)

>
Assured Recovery is the same for the File Server or the
Application Server

19

Current Pricing Quote Example

(Select The Correct Answer)

A.
2 CA XOsoft r4.0 WANSyncHA Exchange Standard Standard Server

B.
2 CA XOsoft r4.0 WANSyncHA Exchange Enterprise Standard Server with
Assured Recovery

C.
2 CA XOsoft r4.0 WANSyncHA Exchange Standard with Assured Recovery
Standard Server

D.
2 CA XOsoft r4.0 WANSyncHA Exchange Standard Enterprise Server with
Assured Recovery

What’s the correct answer?

20

WAN/LAN

Microsoft
Exchange Server

Microsoft
Exchange Server

DR site

Production


Windows 2003 Standard


Exchange Standard Edition


DR testing required

New Simplified Pricing Quote Example

(Same Scenario)

A.
2 CA XOsoft WANSyncHA r4 File Server Enterprise OS

B.
2 CA XOsoft WANSyncHA r4 File Server Standard OS + 2 AR Option

C.
2 CA XOsoft WANSyncHA r4 for Applications Enterprise OS + 2 AR Option

D.
2 CA XOsoft WANSyncHA r4 for Applications Standard OS + 2 AR Option

What’s the correct answer?

21

WAN/LAN

Microsoft
Exchange Server

Microsoft
Exchange Server

DR site

Production


Windows 2003 Standard


Exchange Standard Edition


DR testing required

Questions to ask

>
Do you need replication only or replication with Failover capabilities?


WANSync vs WANSync HA

>
How many servers do you need to protect?


You need a the same license level on the primary and replica servers

>
What operating system are you currently using?


Windows Standard


Windows Enterprise


Windows Cluster (active)


Virtual Machine Environment

>
Do you need application replication or failover?


Exchange, SQL, Oracle, IIS

>
Would you like to be able to test your DR plan during business hours and
without disrupting your protection service levels?


Assured Recovery Option for each server (master and replica server)

22

Rules To Consider

>
XOsoft is a Channel product only


No Direct sales to fight with channel


Huge opportunity for partners

>
Sold per server

>
Sold only with maintenance (1 or 3 Years Value or Enterprise
Maintenance)

>
In virtual environments same cost for the first and subsequent
virtual instances

>
Assured Recovery Option sold per server (minimum 2 per
environment)

>
WANSync for UNIX and Linux, Enterprise Rewinder and
WANsyncCD remain the same (no new SKUs)

23